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book · 2016

Never Split the Difference

by Chris Voss with Tahl Raz

#Customer Discovery#Negotiation

In a nutshell

A former FBI hostage negotiator's techniques: tactical empathy, mirroring, labelling and calibrated questions.

Best for: Sales, fundraising and any negotiation.

# sales# funding
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Quotes & ideas we use

Quote
“No deal is better than a bad deal.”
— Chris Voss with Tahl Raz, Never Split the Difference
Key idea (paraphrased)
Use tactical empathy — understanding and naming the other side's feelings — to influence the outcome.
— Chris Voss with Tahl Raz, Never Split the Difference

Concepts from this book

Negotiation with tactical empathy

Negotiate by deeply understanding the other side's feelings and view — not by splitting the difference.